In the interview Johnson discusses why having a clear process and the right software product for engaging channel partners on leads and opportunities is critical to increasing revenue, to the tune of 10-20%.

Implementing a process and software to make it easy for channel partners to engage. This means not requiring them to login or learn CRM software

Ask them simple and important questions to gather data on leads and opportunities

Nurture channel partners with smart and timely emails and give them a process to quickly and easily update you as opportunities progress through the sales process

Sales enablement is also very important, giving channel partners the right training information at the right time in order to sell more

Johnson also highly recommends having channel partner engagement software and the process tightly integrated with your CRM, so there is a transparency between systems. For reference, LeadMethod integrates with Salesforce, MS Dynamics, Sage, and dozens of others.

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LeadMethod is a revolutionary software platform built specifically for companies selling through an outside channel of distributors and independent representatives. LeadMethod helps companies automate the lead capture and distribution process, generate real-time feedback from their channel partners, and make data-driven decisions to increase sales. LeadMethod can be used to optimize existing CRM and marketing automation software or as a stand-alone platform.